01Strategy
Where to play and how to win
- A playbook per vertical: who buys, why now, what proof
- Partner channels such as health systems and practice networks
- Territories that give each new rep a fair start
Healthcare software, 30 to 60 people, Series A
More new reps than the team can ramp
A wave of account executives lands this year. Nobody yet owns ramp, coaching and forecast.
An example drawn from companies at this stage, not a client story.
The situation
Hiring outpaces management. Ramp slows and forecasts drift. The miss shows up two quarters later.
You might recognize it
- Several quota-carrying hires start in the same two quarters.
- A new vertical launches with no playbook yet.
- The sales leader seat is empty, or brand new.
The number to watch
Months to full ramp, by rep
Every month of ramp is quota the plan already counted.
How we would run it, end to end
02Design
The operating system behind the number
- A ramp plan with milestones for every new rep
- Stages, a forecast method and a weekly inspection rhythm
- The handoff from signed to live, with a go-live plan
03Execution
Run it, measure it, keep what works
- Deal notes and forecast prep ready before every review
- Enablement per vertical: talk tracks, objections and proof
- Onboarding that keeps go-live on schedule
- The Monday brief: forecast, ramp by rep and risk by account
The first 90 days
Weeks 1 to 2
Every rep interviewed. CRM and calls read. The ramp plan drafted.
Weeks 3 to 6
Ramp plan, stages and inspection rhythm live. Vertical playbooks shipped.
Weeks 7 to 12
Forecast accuracy measured weekly. Coaching aimed where ramp stalls.
What Monday looks like
SampleMonday briefWeek 8
The number: Months to full ramp, by rep
What moved
- Commit holds within 6 percent. Two deals slipped. Neither has a named economic buyer.
- Three of five new reps passed milestone one. The other two stall at first meetings.
This week
Pair the two stalled reps with the top performer for a week.
What you keep
A ramp system and a forecast method your managers run.
Functions it touches
More like this
- New sellers, no marketing behind themThe round funded new sellers. Nobody is building the pipeline they will need.
- One great case study, five quiet onesOne customer proved the return. The next five need the same proof, faster.
- Every acquired business on one playbookEach acquisition arrives with its own systems and habits. There is no time to change them.
Sound familiar? Tell us what's stuck and we'll bring what we found.